Copier-MFP Lease Tracker. Product Review and Outline Lyra Consulting Group 2009

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1 Copier-MFP Lease Tracker Product Review and Outline Lyra Consulting Group 2009

2 Copier-MFP Lease Tracker Introduction The Copier-MFP Lease Tracker The Copier-MFP Lease Tracker service offers a comprehensive and independent analysis of leasing contracts for a wide variety of copier-mfp models Why is the Copier-MFP Lease Tracker important? Unlike printers, which are typically purchased outright from resellers, copier-mfps are often leased to end-users by copier dealers Overall in today s industry, lease information for competing copier-mfps models is difficult to find Lyra provides an independent analysis of competing copier- MFP lease data 2

3 Major Service Elements Lyra Copier Lease Price Tracker Methodology Copier Model lists Market Segmentation review Sample lease contracts Pricing and deliverables 3

4 Methodology Lyra collects active, private and publicly available, copier- MFP leasing contracts in each country Lyra collects a minimum of three lease contracts per model Lyra includes state and municipal contracts where available Lyra extracts key leasing components from each contract, including: Base lease price (monthly charge) Click charges Included page volumes Monthly maintenance fees Lyra combines leasing components with accurate AMPV data to calculate total lease value AMPVs are based on Lyra s Office Print Monitor (OPM) data 4

5 Total Lease Value is Determined by Vendor Pricing & Customer Usage Base lease price per month Vendor Pricing Click charges for additional B&W or color pages Hardware maintenance fee per month Customer Usage Total Lease Value = What the customer pays per month Number of pages printed per month Color volume vs. monochrome volume 5

6 Models & Segmentation Analysis of 73 sample models 13 Segments 8 Mono 5 Color 7 Brands Current database =150 models Brand Number of Models Canon 13 Konica Minolta 12 Kyocera Mita 5 Oce 9 Ricoh 12 Sharp 10 Xerox 12 Total 73 Segment Number of Models Mono 1 (1-20 ppm) 6 Mono 2 (21-30 ppm) 6 Mono 3 (31-40 ppm) 6 Mono 4a (41-50 ppm) 6 Mono 4b (51-60 ppm) 7 Mono 4c (61-70 ppm) 4 Mono 5 (71-90 ppm) 7 Mono 6 (90+ppm) 4 Color C (21-30 ppm) 6 Color D (31-40 ppm) 6 Color E (41-45 ppm) 4 Color F (46+ ppm) 5 Pro Color 6 Total 73 6

7 Sample Lease Contracts 36 month lease data for Color Segment E models color PPM Sample statistics: Segment AMPV: 29,176* Mono AMPV: 20,958 Color: 8,218 (27%) Konica Minolta bizhub C451 Oce cm4521 *Based on actual use data for Color Segment E Copier-MFPs Ricoh Aficio MP 3260C Sharp MX

8 Sample Lease Contracts Color Segment E See file: Lyra Lease Tracker Data Set E Data included Base Lease Prices B&W Click charges Color Click s B&W Included Pages Color Included Pages Maintenance s Total Contract Value 8

9 Sample Analysis Average Monthly Base Lease Price $600 Average Base Lease Price per Month (36 Month Lease) $557 $500 $454 $400 $396 USD $300 $200 $100 $320 The base lease price is the minimum hardware rental price and may include a minimum number of pages or maintenance Source: Lyra Research Inc. 9

10 Average Included Pages Per Month Segment AMPV Segment AMPV: 29,176 Mono AMPV: 20,958 Color AMPV: 8,218 AMPV Breakdown (36 Month Lease) 30,000 7,468 8,218 5,551 8,218 24, ,667 Pages 18,000 12,000 6,000 14,333 12,958 5,125 15,244 Color Clicks Included Color Pages B&W Clicks Included B&W Pages 6,625 8,000 15,833 5,714 Included pages are pages included in the lease with no click charges Source: Lyra Research Inc. 10

11 Average Segment AMPV Breakdown Segment E KM bizhub C451 Example Average Monthly Page Volume Segment E AMPV = 20,958 mono pgs/mth AMPV = 8,218 color pgs/mth AMPV = 29,176 total pgs/mth For Konica-Minolta bizhub C451 (36 month lease example) Included mono pages/month 6,625 mono pages* Mono pages with click charges 14,333 mono pages Total mono pages/month 20,958 mono pgs Included color pages per month 750 color pages* Color pages with click charge 7,468 color pages Total color pages per month 8,218 color pages/month *included pages have no click charges 11

12 Average Click s by Model Average Click (36 Month Lease) 7.10 B&W Click Color Click USD A click charge is the price for printing each letter-sized image over the minimum page volume Source: Lyra Research Inc. 12

13 Average Click s per Month $700 Average Total Click s per Month (36 Month Lease) $583 Total B&W Click s $560 Total Color Click s $420 $444 $427 $458 USD $280 $229 $229 $164 $260 $140 Click charge values are calculated by multiplying non-included B&W and color pages by the click charge price per page Source: Lyra Research Inc. 13

14 Average Total Monthly Lease Value $1,300 Average Total Lease Value per Month (36 Month Lease) $1,200 $1,100 $1,150 Per-month lease value is based on the average monthly value of five separate copier-mfp contracts. This includes basic monthly lease charge, click charges and maintenance charges $1,121 $1,135 $1,087 USD $1,000 $900 $800 Source: Lyra Research Inc. 14

15 Average Lease Value Components 100% Lease Value by Component (36 Month Lease) Percent of Overall Lease Value 80% 60% 40% 20% 0% 40% 21% 6% 54% 17% 33% 29% 33% 14% 53% Color Click s B&W Click s Maintenance Base Lease 40% 19% 41% Source: Lyra Research Inc. 15

16 Average Lease Value Per Month for 36, 48, and 60 Month Leases $1,300 Average Total Monthly Lease Value USD $1,200 $1,100 $1,000 $1,150 $1,135 $1,121 $1,087 $1,108 $1,080 $1,050 $1,005 $1,052 $1,029 $900 Konica Minolta bizhub C451 Oce cm4521 Ricoh Aficio 3260C Sharp MX-5500 $936 $883 $ Month Lease 48 Month Lease 60 Month Lease Source: Lyra Research Inc. 16

17 Deliverables PowerPoint Charts & analysis of up to 150 distinct MFP models representing 13 color and monochrome hardware segments Excel Total monthly lease values Monthly base lease pricing Monthly maintenance pricing Click charges (color & mono) Included page volumes (color & monochrome) Monthly print volumes by segment Raw data, which includes leasing component data and lease value data by individual model and contract Over 1,500 individual data points per Excel deliverable ( with analysis of 75 MFP models) 17

18 Deliverables PowerPoint Charts USD $600 $500 $400 $300 Average Base Lease Price per Month (36 Month Lease) $557 $454 $396 $320 USD Average Click (36 Month Lease) 7.10 B&W Click Color Click $ $100 Source: Lyra Research Inc., Q2, 2007 Source: Lyra Research Inc., Q2, ,000 AMPV Breakdown (36 Month Lease) $700 Average Total Click s per Month (36 Month Lease) Pages 24,000 18,000 12,000 6,000 7,468 8,218 5,551 8, ,667 14,333 12,958 5,125 15,244 Color Clicks Included Color Pages B&W Clicks Included B&W Pages 6,625 8,000 15,833 5,714 USD $560 $420 $280 $140 $444 $229 $229 $583 $164 Total B&W Click s Total Color Click s $427 $260 $458 Source: Lyra Research Inc., Q2, 2007 Source: Lyra Research Inc., Q2,

19 Deliverables PowerPoint Charts $1,300 Average Total Lease Value per Month (36 Month Lease) 100% Lease Value by Component (36 Month Lease) USD $1,200 $1,100 $1,000 $900 $800 $1,150 $1,121 $1,135 $1,087 Percent of Overall Lease Value 80% 60% 40% 20% 0% 40% 21% 6% 54% 17% 33% 29% 33% 14% 53% Color Click s B&W Click s Maintenance Base Lease 40% 19% 41% Source: Lyra Research Inc., Q2, 2007 Source: Lyra Research Inc., Q2, 2007 $2,000 Average Total Lease Value Range (36 Month Lease) $1,300 Average Total Monthly Lease Value USD $1,600 $1,200 $800 $400 $1,766 $1,206 $1,150 $1,087 $890 $979 $1,457 $1,282 $1,121 $1,135 $990 $573 USD $1,200 $1,100 $1,000 $900 $800 $1,150 $1,135 $1,121 $1,087 Konica Minolta bizhub C451 Oce cm4521 Ricoh Aficio 3260C Sharp MX-5500 $1,108 $1,080 $1,050 $1,005 $1,052 $1,029 $936 $ Month Lease 48 Month Lease 60 Month Lease Source: Lyra Research Inc., Q2, 2007 Source: Lyra Research Inc., Q2,

20 Deliverables Excel Tables Brand Model Base Lease Price Contract 1 Base Lease Price Contract 2 Base Lease Price Contract 3 Base Lease Price Contract 4 Base Lease Price Contract 5 Base Lease Price Contract 6 Base Lease Price Contract 7 Base Lease Price Contract 8 Base Lease Price Contract 9 Average Base Lease Price Konica Minolta bizhub C451 $305 $299 $292 $211 $440 $837 $458 $326 $396 Oce cm4521 $236 $389 $486 $238 $249 $320 Ricoh Aficio 3260C $696 $470 $544 $511 $727 $394 $557 Sharp MX-5500 $402 $441 $430 $593 $427 $415 $468 $454 Brand Model B&W Click Contract 1 B&W Click Contract 2 B&W Click Contract 3 B&W Click Contract 4 B&W Click Contract 5 B&W Click Contract 6 B&W Click Contract 7 B&W Click Contract 8 B&W Click Contract 9 Average B&W Click Konica Minolta bizhub C451 $.010 $.010 $.009 $.010 $.012 $.012 $.011 $.010 $.008 $.010 Oce cm4521 $.009 $.008 $.010 $.008 $.010 $.009 Ricoh Aficio 3260C $.009 $.011 $.008 $.007 $.008 $.008 $.008 Sharp MX-5500 $.008 $.009 $.011 $.010 $.008 $.010 $.011 $.010 Brand Model Base Lease Price Raw Data (36 Month Lease) Color Click Contract 1 B&W Click Raw Data Color Click Raw Data Color Click Contract 2 Color Click Contract 3 Color Click Contract 4 Color Click Contract 5 Color Click Contract 6 Color Click Contract 7 Color Click Contract 8 Color Click Contract 9 Average Color Click Konica Minolta bizhub C451 $.060 $.090 $.060 $.056 $.050 $.085 $.055 $.060 $.042 $.062 Oce cm4521 $.070 $.080 $.060 $.065 $.080 $.071 Ricoh Aficio 3260C $.060 $.011 $.058 $.065 $.085 $.055 $.056 Sharp MX-5500 $.058 $.060 $.060 $.055 $.040 $.058 $.060 $

21 Deliverables Europe and US Copier Lease Countries Pricing Surveys Total Annual Models Contracts Surveyed Per Year Contracts Europe Europe Europe Europe US US US Included Analysis 1. Monthly Leasing based on fixed lease term (36 months) 2. 3 Lease contracts collected per model available 3. Included pages in each lease - B&W and Color pages are noted separately 4. Click charges in each lease - B&W and Color click charges noted separately 5. Maintenance charges, where charged separately, noted in each lease 6. Lease charges assumes leasing 1 unit = single unit lease without discount and either "basic" or "standard" product configuration Excel Data and PowerPoint Analysis Deliverables 1. Excel data with points 1-6 as noted above for each model in each country 2. PowerPoint analysis of data and historical trend lines for each model in each country (Commencing with second survey) 3. Analysis delivered twice annually - June and December (initial delivery dependent on start date) 4. Analysis available for all EU countries. North America data available for US and Canada markets Other notes 1. Minimums apply. One country/25 models, two countries/total of 25 models or three countries/10 models per country 2. Other combinations of models, number of leases collected per model and number of models per country are possible 21

22 Deliverables and Pricing Pricing based on Total Annual Contracts Minimum delivery is 150 Annual Contracts Based on bi-annual analysis 3 contracts collected per model per country Client identifies target copier models Replacement models accepted every 6 months Analysis delivery is June and December 22

23 What is the Benefit of the Copier-MFP Lease Tracker to You? Find out how leases for your copier-mfp stack up against leases for competing models Compare lease pricing by vendor, model, hardware segment, and contract length Make product-to-product comparisons of specific copier- MFP models Compare basic monthly lease charges Compare monochrome & color click charges Compare maintenance and supplies charges Compare lease strategies currently used by copier-mfp vendors & their dealer networks 23

24 Copier-MFP Lease Tracker

25 Lyra Consulting Group Lyra Research, Inc. Thank You